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Failure to provide evidence to support your statements. It’s important that you can back up what you claim you can do for a potential customer when you’re telemarketing. Calling and saying that we can save more time or reduce your cost is not a convincing proposition. It’s even weaker when you don’t bother to gather material to prove your claims.
The value proposition (newer, better, faster, cheaper) does not provide any valid business reason to meet. We’ve heard it all before, usually every day, from all the businesses calling, writing, and emailing us.
Prospects avoid salespeople, so unless they perceive you as someone else, they’ll put you in the same box as every other sales executive they call.
The answer is simple: give them a compelling reason to listen to you. The answer to this problem is compelling information that many don’t take the time to refine and develop.
If your reasons for contacting a prospect aren’t powerful enough to drive someone to a point of interest or action, your prospect will never be strong. Information is the key to success in most sales situations, and prospecting is no different.
What you are selling is of no real interest to the potential customer, what he can get from a meeting with you is. If a potential customer can get information that they can use, that gives them a solid reason to arrange for you to come see it.
Other professionals feel that simply by stating the product or service they provide and talking about the benefits they offer, they will get a quote. If you sell IT solutions, insurance, advertising, marketing services, web design, training, financial or legal services, software, commercial real estate computers, or one of the millions of products and services, consider this. 90% of your prospects have no interest in your product or service.
So if you think that simply telling a potential customer what you sell is enough to stimulate interest, think again.
If you give information to a potential customer, they can use it, this improves communication between you and your potential customers and clients. This is because both of you benefit from the start rather than the prospect feeling like they are doing them a favor by meeting with you. You are also building confidence by giving your best (your expertise). You can ruin your competition by showing your clients that you are the best experts in your field.